The ROI Guy

JANUARY 25, 2011

However, solving this problem will be difficult for most teams, as sales remains inwardly focused on the traditional funnel based selling process, rather than having a keen understanding of how customers make decisions and actually buy - the buying lifecycle. ► September (18) Tech Media Publishers looking more Like Interactiv.

ROI 40

ROI Marketing Budget Work Management Budget Programs 40

The ROI Guy

JANUARY 17, 2011

Diagnostic Example: Microsoft Infrastructure Optimization Assessment Microsoft wanted to provide analysis and roadmap advice to help get more C-level engagements, engage earlier in the sales cycle, and shift customer perceptions from tactical product provider to strategic partner. One could argue both are right. Do White Papers Still Engage?

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

The ROI Guy

DECEMBER 6, 2010

The consumer is now in charge: researching specifications, configuring and customizing solutions, getting peer reviews and advice, comparing prices, and “buying now&#. ► September (18) Tech Media Publishers looking more Like Interactiv. Alinean recognized by BtoB Magazine’s as one of To. Do White Papers Still Engage?

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

The ROI Guy

NOVEMBER 8, 2006

Improved up-sell / cross-sell is a good example of an indirect benefit from a new CRM system that helps the call center improve its interaction with customers. ► September (18) Tech Media Publishers looking more Like Interactiv. Is Return on Customer (ROC) a good business value. Do White Papers Still Engage?

ROI 40

ROI Marketing Budget Budget Programs Work Management 40

The ROI Guy

NOVEMBER 8, 2006

► September (18) Tech Media Publishers looking more Like Interactiv. Is Return on Customer (ROC) a good business value. Alinean recognized by BtoB Magazine’s as one of To. Provocation-Based Selling: Loosening the Status-Qu. Alinean Launches Interactive White Papers Marketing Hierarchy of Needs: Achieving Marketing.

ROI 40

ROI Marketing Budget Work Management Marketing Automation Services 40

The ROI Guy

DECEMBER 14, 2005

. • Level 2: Process and Transaction Optimization - these investments in the business seek to deliver operating expense reductions by automate key business processes or streamline supply chain and customer transactions. ► September (18) Tech Media Publishers looking more Like Interactiv. Do White Papers Still Engage?

ROI 40

ROI Work Management Marketing Management Budget Programs 40

LeadSloth

JANUARY 12, 2010

2009 was the year in which Marketing Automation really took off. Jeff Ogden , Director of Marketing, Aplicor & President, Find New Customers. Methods to the madness: Everybody has methodologies, Sales has SPIN, Customer Centric, etc. In this post I want to focus on the trends in Marketing Automation for 2010.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Sales Management Automation 100

The ROI Guy

JULY 22, 2010

The ShoreTel TCO Tool helps customers model this complexity and compare TCO categories, considering both near and long term costs across multiple UC solutions, and providing a vital tool for buyers to make well-informed value-based purchase decisions.&# ► September (18) Tech Media Publishers looking more Like Interactiv.

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

The ROI Guy

SEPTEMBER 16, 2010

Transferring knowledge to sales representatives, and then helping these reps more effectively share this knowledge with customers and prospects is the mission of sales enablement, and it has become a vital best practice to overcome Information Overload, fight Frugalnomics and take control of Internet driven Buying Cycles.

Work Management 40

Work Management Marketing Management Marketing Budget ROI 40

The ROI Guy

SEPTEMBER 17, 2010

The survey highlights this, with Leaders growing investments over laggards in: innovative marketing activities around e-platforms; engaging clients through social media, and; developing custom content. ▼ September (18) Tech Media Publishers looking more Like Interactiv. Alinean recognized by BtoB Magazine’s as one of To.

Marketing Budget 40

Marketing Budget ROI Budget Programs Work Management 40

The ROI Guy

AUGUST 5, 2010

► September (18) Tech Media Publishers looking more Like Interactiv. ▼ August (22) Don't Just "Sell the Problem", Quantify It Alinean Sponsors TechTarget Online ROI Summit Alinean Adds Six New B2B Customers Alinean Named to Inc. Do you deliver more Customer Bottom-line Impact th. They do if they are.

ROI 40

ROI Budget Programs Marketing Budget Work Management 40

The ROI Guy

SEPTEMBER 28, 2010

Worse, the information is often not customized for the buyer, and is viewed as irrelevant "noise". IT publisher Ziff Davis Enterprise (ZDE) indicates similarly that white papers are used frequently in buying decisions, used by 84.1% of IT buyers, consuming an average of 3.2

Enterprise Management 40

Enterprise Management Paper Work Management Marketing Budget 40

The ROI Guy

AUGUST 4, 2010

This permanent shift towards frugal buyers has forced B2B vendors to fundamentally change the way they reach prospects and convert them to customers. Research shows that customers do not want generic messages or the hard sell, but instead want relevant and consultative tips and advice. Here are the top six benefits: 1.

Budget Programs 40

Budget Programs Work Management Marketing Management Marketing Automation Services 40

The ROI Guy

SEPTEMBER 9, 2010

These value-exchange patterns are different based on your customer types, the problems you help address, and the role your organization plays in solving them." ▼ September (18) Tech Media Publishers looking more Like Interactiv. according to Forrester. Alinean recognized by BtoB Magazine’s as one of To. They do if they are.

Forrester 40

Forrester Marketing Budget ROI Budget Programs 40

The ROI Guy

NOVEMBER 8, 2006

Wednesday, November 08, 2006 Is Return on Customer (ROC) a good business value metric? Return on Customer (ROC) is a Pepper’s and Rogers twist on normal return on investment (ROI) analysis to help companies quantify the returns from various marketing and CRM initiatives. Without customers, you dont have a business.&#

ROI 40

ROI Budget Programs Marketing Budget Work Management 40

The ROI Guy

AUGUST 5, 2010

► September (18) Tech Media Publishers looking more Like Interactiv. ▼ August (22) Don't Just "Sell the Problem", Quantify It Alinean Sponsors TechTarget Online ROI Summit Alinean Adds Six New B2B Customers Alinean Named to Inc. Do you deliver more Customer Bottom-line Impact th. They do if they are.

ROI 40

ROI Budget Programs Marketing Budget Work Management 40

The ROI Guy

AUGUST 5, 2010

► September (18) Tech Media Publishers looking more Like Interactiv. ▼ August (22) Don't Just "Sell the Problem", Quantify It Alinean Sponsors TechTarget Online ROI Summit Alinean Adds Six New B2B Customers Alinean Named to Inc. Do you deliver more Customer Bottom-line Impact th. They do if they are.

ROI 40

ROI Marketing Budget Budget Programs Work Management 40